How to Find and Win New Business - Opening Doors and Converting Opportunities

Focus of the Course

• How to plan prospecting for new customers
• How to position the organization and products appropriately to attract the right desires and patronage of prospects
• How to do the prospecting itself
• How to develop useful leads
• How to develop relationship management capabilities.

Course Contents

Day One

Types of Prospects

• Successful Prospect
• Prospect with Problem
• Complacent or Satisfied Prospect
• Negative or Difficult Prospect
• Attributes of Excellent Prospects.

Planning the Prospecting for New Business

• Develop the right objectives
• Identify prospects’ real interests
• Prioritise the prospects
• Develop marketing plan.

Working on New Leads

• Sources of new prospects
• Generate useful leads
• Find and nurture key contacts
• Manage the new relationship effectively.

Day Two

Business Positioning

• Sell functional benefits
• Sell emotional benefits
• The R3 winner’s formula.

Prospecting

• How to open doors
• How to recognise and convert opportunities

• Analyse your product
• Analyse your market
• Develop the right objectives
• The conventional tricks: mails, referrals, etc.
• More business from known clients.

Prospecting Strategy

• Who exactly is my probable customer?
• Where is my prospect?
• Why may my probable customer buy – Buying Influences?
• Who constitutes the buying centre?
• When does my customer buy?
• Who is my Competitor?
• Who are my non-probable customers?

Day Three

Opening the First Call

• Show gratitude
• Identify a problem
• Build expectancy.

Make Your Case

• Tips on winning presentations
• Help your customer/client.

Targeting Large Accounts

• Caution on large new accounts prospecting
• Critical success factors in managing large accounts.

Note: Available as Classroom Training as Well as Online Training